Group Sales Manager
Westin Hotels, Herndon, VA, United States
Westin, Dulles, VA
The Westin Washington Dulles Airport
2520 Wasser Terrace
Herndon, VA 20171, USA
Sales and Revenue Management
Works collaboratively with off-property sales channels (e.g., Global Sales Offices, Account Directors, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
Responds to incoming group/catering opportunities for the hotel.
Proactively identifies, qualifies and solicits new group/catering business to achieve personal and hotel revenue goals.
Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
Closes the best opportunities for the hotel based on market conditions and hotel needs.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Negotiates services of hotel and executes Marriott’s Group Sales Agreement for each business opportunity.
Effectively manages customer’s budgets to maximize revenue and customer needs.
Partners with Convention Services and/or Operations in providing a customer experience that exceeds the customer’s expectations.
Acts as our customer liaison with hotel during customer event/program ensuring daily needs are met and overall customer satisfaction.
Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Effectively develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
Utilizes Marriott as a resource and for information regarding (Training opportunities, market segments, companywide communication, etc.).
Effectively manages and develops relationships with key internal and external stakeholders.
Monitors same day selling procedures to maximize room revenue and control hotel occupancy.
Effectively use sales resources and administrative/support staff.
Conducts site inspections
Develop and follow a targeted action plan and complete weekly sales reports
An expectation to dedicate a significant portion of time to direct telephone solicitation sales
Responsible for inputting and maintaining lost business data in CI/TY
Responsible for collecting significant history on all complex group bookings
Develops plans for area blitzing, special sales activities and promotions for assigned market segments
Customer Service
Gains understanding of the hotel’s primary target customer and service expectations; serves customer by understanding their business, business issues and concerns, to offer better business solutions both prior to and during the program/event.
Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a continuing relationship and loyalty to Marriott.
Support Marriott’s Service and Relationship Strategy by planning and contracting the customer’s program/project/event, managing the success of the program/project/event and measuring our service effectiveness through ESS & GSS.
Attends and participates in the daily stand-up meetings where we discuss the daily renewal.
Executes exemplary customer service to drive customer satisfaction, loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
Guest Satisfaction
Sets a positive example for guest relations.
Provides accurate, complete and effective turnover to event management.
Interacts with guests to obtain feedback on product quality and service levels; effectively responds to and handles guest problems and complaints.
Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction.
Observes service behaviors of associates and provides feedback to individuals and/or managers; continuously strives to improve service performance.
Reviews meeting planner survey’s, guest experience index reports and guest comments to understand level of guest satisfaction; continuously strives to improve service performance.
Continuously focused on improving guest satisfaction to create loyalty and increase market share.
Empowered to guarantee total guest satisfaction, display hospitality and professionalism to our guests at all times, take pride in representing Marriott and Auro Hotels.
Other
Performs other duties as assigned to meet business needs.
Participate in departmental sales and staff meetings; be prepared with the appropriate paperwork.
Participates in daily stand-up meetings and models desired service behaviors in all interactions with guests and team members.
Adhere to the Lobby Ambassador program.
Develop and follow a targeted action plan and complete weekly sales reports
An expectation to dedicate a significant portion of time to direct telephone solicitation sales
Responsible for inputting and maintaining lost business data in CI/TY
Responsible for collecting significant history on all complex group bookings
Develops plans for area blitzing, special sales activities and promotions for assigned market segments
Achieve monthly departmental revenue goals as outlined in the review criteria and/or bonus program.
Assist with the supervising the sales coordinator, monitor the work output, offer suggestions to increase productivity and share best practices.
Ensure timely and accurate distribution of information to all affected departments.
Maintain current account information on all computer-based programs in which Westin Washington Dulles participates.
Ensure all account activities are recorded into each account, quote or booking.
Assist the Director of Sales & Marketing in the yearly budget process.
Qualifications Skills Behaviors :
Motivations :
Education Experience Required Education or Certification• Minimum 2 years of food & beverage supervision and/or sales experience• High School Diploma or equivalent required; College Degree preferred• Hospitality Management Degree beneficial
Licenses & Certifications Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr
Sales and Revenue Management
Works collaboratively with off-property sales channels (e.g., Global Sales Offices, Account Directors, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
Responds to incoming group/catering opportunities for the hotel.
Proactively identifies, qualifies and solicits new group/catering business to achieve personal and hotel revenue goals.
Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
Closes the best opportunities for the hotel based on market conditions and hotel needs.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Negotiates services of hotel and executes Marriott’s Group Sales Agreement for each business opportunity.
Effectively manages customer’s budgets to maximize revenue and customer needs.
Partners with Convention Services and/or Operations in providing a customer experience that exceeds the customer’s expectations.
Acts as our customer liaison with hotel during customer event/program ensuring daily needs are met and overall customer satisfaction.
Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Effectively develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
Utilizes Marriott as a resource and for information regarding (Training opportunities, market segments, companywide communication, etc.).
Effectively manages and develops relationships with key internal and external stakeholders.
Monitors same day selling procedures to maximize room revenue and control hotel occupancy.
Effectively use sales resources and administrative/support staff.
Conducts site inspections
Develop and follow a targeted action plan and complete weekly sales reports
An expectation to dedicate a significant portion of time to direct telephone solicitation sales
Responsible for inputting and maintaining lost business data in CI/TY
Responsible for collecting significant history on all complex group bookings
Develops plans for area blitzing, special sales activities and promotions for assigned market segments
Customer Service
Gains understanding of the hotel’s primary target customer and service expectations; serves customer by understanding their business, business issues and concerns, to offer better business solutions both prior to and during the program/event.
Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a continuing relationship and loyalty to Marriott.
Support Marriott’s Service and Relationship Strategy by planning and contracting the customer’s program/project/event, managing the success of the program/project/event and measuring our service effectiveness through ESS & GSS.
Attends and participates in the daily stand-up meetings where we discuss the daily renewal.
Executes exemplary customer service to drive customer satisfaction, loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
Guest Satisfaction
Sets a positive example for guest relations.
Provides accurate, complete and effective turnover to event management.
Interacts with guests to obtain feedback on product quality and service levels; effectively responds to and handles guest problems and complaints.
Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction.
Observes service behaviors of associates and provides feedback to individuals and/or managers; continuously strives to improve service performance.
Reviews meeting planner survey’s, guest experience index reports and guest comments to understand level of guest satisfaction; continuously strives to improve service performance.
Continuously focused on improving guest satisfaction to create loyalty and increase market share.
Empowered to guarantee total guest satisfaction, display hospitality and professionalism to our guests at all times, take pride in representing Marriott and Auro Hotels.
Other
Performs other duties as assigned to meet business needs.
Participate in departmental sales and staff meetings; be prepared with the appropriate paperwork.
Participates in daily stand-up meetings and models desired service behaviors in all interactions with guests and team members.
Adhere to the Lobby Ambassador program.
Develop and follow a targeted action plan and complete weekly sales reports
An expectation to dedicate a significant portion of time to direct telephone solicitation sales
Responsible for inputting and maintaining lost business data in CI/TY
Responsible for collecting significant history on all complex group bookings
Develops plans for area blitzing, special sales activities and promotions for assigned market segments
Achieve monthly departmental revenue goals as outlined in the review criteria and/or bonus program.
Assist with the supervising the sales coordinator, monitor the work output, offer suggestions to increase productivity and share best practices.
Ensure timely and accurate distribution of information to all affected departments.
Maintain current account information on all computer-based programs in which Westin Washington Dulles participates.
Ensure all account activities are recorded into each account, quote or booking.
Assist the Director of Sales & Marketing in the yearly budget process.
Qualifications Skills Behaviors :
Motivations :
Education Experience Required Education or Certification• Minimum 2 years of food & beverage supervision and/or sales experience• High School Diploma or equivalent required; College Degree preferred• Hospitality Management Degree beneficial
Licenses & Certifications Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr